Author Archives: Dave Stein
How to Choose the Right Sales Trainer
Selecting the best sales training provider for your company’s needs isn’t easy. In simple terms, it’s a matter of finding the provider at the intersection of a number of critical learning areas. Let’s examine just three of them individually: Target Industry As recently as seven years ago, one of the … Read more
New Hires Not Working Out? Try Psychometric Testing
Too often sales executives find that newly hired sales professionals do not possess the particular traits needed for the jobs they were hired to do. ES Research Group estimates that this happens 25 to 33 percent of the time, depending on the industry. In all cases, those salespeople endured or … Read more
What We Mean When We Say ‘Sales Training’
When Shakespeare famously penned, “A rose by any other name would smell as sweet,” it’s clear that he didn’t live in the age of Google searches and brand positioning. Today, he might still have found success as a writer, but his florist business would probably go nowhere. I’ve been fielding … Read more
Is Inside Sales Training More Important Than Field Sales Training?
In today’s challenging selling environment, people and resources typically regarded as inside sales are driving a higher proportion of bottom-line sales results. To stay competitive, sales managers must improve training for inside sales representatives. ES Research Group encourages sales managers to approach training for inside sales representatives just as seriously … Read more
The State of Sales Training in 2012: Top Trends and Takeaways
On December 7, 2011 ESR delivered a webinar presentation on the state of sales training (download the MP3 or PDF—free registration required). It was an hour full of valuable intelligence and insight for sales training companies and sales trainers in corporate L&D organizations. Here are some of the points I … Read more
